Senior Sales Development Rep - Associate (MDR)

Introduction
IBM offers a world-class public cloud. But what sets us and your career apart is our approach to hybrid cloud.
A Sales Representative (Digital) role (what we internally call a ‘Digital Sales Specialist’) in IBM Cloud means a career where you’re leading prospective clients towards IBM Cloud Paks and Red Hat OpenShift products. It means you’ll be directly impacting their adoption of next-generation cloud platforms to develop run and manage workloads of some of the worlds most transformational enterprises and culturally influential brands.
Excellent onboarding and an industry leading learning culture will set you up for positive impact and success whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM’s products and services.

Your Role and Responsibilities
Join the world’s leading software company for IT professionals. You will need a strong knowledge of how to navigate through a sales process consultative selling skills and the ability to manage and focus in a complex and dynamic environment.
We will help you grow your ability to sell large enterprise accounts as well as communicate and build internal relationships with a diverse range of personnel including senior sales executives product management field marketing and sales engineering teams.
You will be expected to travel in support of your territory management plan a minimum of three times a year. Opportunities for career development are limitless on the back of a rapidly growing and evolving company.

What we want you to do:

• Own prospecting activities into your account base.
• Develop and execute on a strong prospecting plan of attack including call scripts audience segmentation and approach.
• Qualify interested candidates and arrange introductory conversations with customers and Field Sales
• Deliver sales presentation when necessary.
• Track all relevant qualification and lead management activity using Salesforce.com (including calls prospect pipeline account notes etc.)
• Quickly learn the technical aspects of the product effectively communicate the value proposition and be able to react to objections competitive questions and other FAQs.
• Provide business acumen for customers and strive to understand the business problem we are solving in order to best configure the solution and exceed customer expectations.
• Collaborate successfully with Field Sales to optimize team selling productivity.
• Provide value added market intelligence to the Sales Marketing Product and Customer Success teams.

Required Technical and Professional Expertise

• Demonstrated ability to deliver above expectation results in driving pipeline revenue opportunities for enterprise software level deals.
• Demonstrated ability to conduct extensive cold calls and email campaigns and navigate org charts.
• Excellent organizational analytical and problem-solving skills.
• Creative tactics to reach the executive management of enterprise IT.
• Team player with solid communication and presentation skills.
• Strong skills in data analysis & sales tools use.
• Ability to share best practices continually improve processes and messaging and provide clear and consistent reporting to Executive Management.
• Ability to work independently & proactively in a dynamic and aggressive startup environment.

Preferred Technical and Professional Expertise

• 2-5 years plus experience in SaaS sales or telephone prospecting is preferred.
• Experienced using Sales prospecting tools and CRM
• Recent IT industry and/or enterprise selling experience is preferred. We are looking for someone who is excited to work in a fast moving high growth company for an opportunity to drive revenue growth and advance a career in large enterprise sales.